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In This Site Chapter 1 The Life, Times, and Career of the Professional Salesperson Chapter Summary Quiz Chapter 2 Ethics First…Then Customer Relationships Chapter Summary Quiz Chapter 3 The Psychology of Selling: Why People Buy Chapter Summary Quiz Chapter 4 Communication for Relationship Building: It's Not All Talk Chapter Summary Quiz Chapter 5 Sales Knowledge: Customers, Products, Technologies Chapter Summary Quiz Chapter 6 Prospecting: The Lifeblood of Selling Chapter Summary Quiz Chapter 7 Planning the Sales Call Is a Must! Chapter Summary Quiz Chapter 8 Carefully Select Which Sales Presentation Method to Use Chapter Summary Quiz Chapter 9 Begin Your Presentation Strategically Chapter Summary Quiz Chapter 10 Elements of a Great Sales Presentation Chapter Summary Quiz Chapter 11 Welcome Your Prospect's Objections Chapter Summary Quiz Chapter 12 Closing Begins the Relationship Chapter Summary Quiz Chapter 13 Service and Follow-Up for Customer Retention Chapter Summary Quiz Chapter 14 Time, Territory, and Self-Management: Keys to Success Chapter Summary Quiz

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In This Site Glossary Instructor's Manual PowerPoint Presentations Preview Chapter Test Bank Your Selling Day: A Time and Territory Game Chapter 1 The Life, Times, and Career of the Professional Salesperson Chapter Summary Quiz Chapter 2 Ethics First…Then Customer Relationships Chapter Summary Quiz Chapter 3 The Psychology of Selling: Why People Buy Chapter Summary Quiz Chapter 4 Communication for Relationship Building: It's Not All Talk Chapter Summary Quiz Chapter 5 Sales Knowledge: Customers, Products, Technologies Chapter Summary Quiz Chapter 6 Prospecting: The Lifeblood of Selling Chapter Summary Quiz Chapter 7 Planning the Sales Call Is a Must! Chapter Summary Quiz Chapter 8 Carefully Select Which Sales Presentation Method to Use Chapter Summary Quiz Chapter 9 Begin Your Presentation Strategically Chapter Summary Quiz Chapter 10 Elements of a Great Sales Presentation Chapter Summary Quiz Chapter 11 Welcome Your Prospect's Objections Chapter Summary Quiz Chapter 12 Closing Begins the Relationship Chapter Summary Quiz Chapter 13 Service and Follow-Up for Customer Retention Chapter Summary Quiz Chapter 14 Time, Territory, and Self-Management: Keys to Success Chapter Summary Quiz

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Chapter 1 The Life, Times, and Career of the Professional Salesperson Quiz Chapter 2 Ethics First…Then Customer Relationships Quiz Chapter 3 The Psychology of Selling: Why People Buy Quiz Chapter 4 Communication for Relationship Building: It's Not All Talk Quiz Chapter 5 Sales Knowledge: Customers, Products, Technologies Quiz Chapter 6 Prospecting: The Lifeblood of Selling Quiz Chapter 7 Planning the Sales Call Is a Must! Quiz Chapter 8 Carefully Select Which Sales Presentation Method to Use Quiz Chapter 9 Begin Your Presentation Strategically Quiz Chapter 10 Elements of a Great Sales Presentation Quiz Chapter 11 Welcome Your Prospect's Objections Quiz Chapter 12 Closing Begins the Relationship Quiz Chapter 13 Service and Follow-Up for Customer Retention Quiz Chapter 14 Time, Territory, and Self-Management: Keys to Success Quiz

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Chapter 1 The Life, Times, and Career of the Professional Salesperson Chapter Summary Chapter 2 Ethics First…Then Customer Relationships Chapter Summary Chapter 3 The Psychology of Selling: Why People Buy Chapter Summary Chapter 4 Communication for Relationship Building: It's Not All Talk Chapter Summary Chapter 5 Sales Knowledge: Customers, Products, Technologies Chapter Summary Chapter 6 Prospecting: The Lifeblood of Selling Chapter Summary Chapter 7 Planning the Sales Call Is a Must! Chapter Summary Chapter 8 Carefully Select Which Sales Presentation Method to Use Chapter Summary Chapter 9 Begin Your Presentation Strategically Chapter Summary Chapter 10 Elements of a Great Sales Presentation Chapter Summary Chapter 11 Welcome Your Prospect's Objections Chapter Summary Chapter 12 Closing Begins the Relationship Chapter Summary Chapter 13 Service and Follow-Up for Customer Retention Chapter Summary Chapter 14 Time, Territory, and Self-Management: Keys to Success Chapter Summary

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Instructor Resources Instructor's Manual PowerPoint Presentations Preview Chapter Test Bank Glossary Your Selling Day: A Ti...

Choose a ChapterChapter 1Chapter 2Chapter 3Chapter 4Chapter 5Chapter 6Chapter 7Chapter 8Chapter 9Chapter 10Chapter 11Chapter 12Chapter 13Chapter 14